How to Use Exclusivity to Improve Online Sales


There was a small online store that sold handmade jewelry.

The owner, Emma, was struggling to get her business off the ground.

She had a beautiful product, but she was having a hard time attracting customers.

She tried all the standard marketing techniques: social media ads, email campaigns, and influencer marketing.

But nothing seemed to be working.

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The Idea

One day, Emma had an idea…

To make her products exclusive.

She would limit the number of pieces of each design she made and only offer them for sale for a short period of time.

She knew this would create a sense of urgency and scarcity. That people would be more likely to buy if they felt like they were getting something unique and special.

Emma started by announcing her new approach on social media.

She created beautiful graphics and explained her new strategy to her followers.

She also offered a discount code to anyone who signed up for her email list. This was to encourage them to make their first purchase.

The response was immediate.

Emma’s followers were excited about the new direction her business was taking. And they were eager to buy the limited edition pieces.

She sold out of her first batch of jewelry within hours. And had to start a waitlist for the next round.

As Emma continued to create new designs and offer them exclusively for a short period of time, her sales grew and her business thrived.

People loved the sense of exclusivity they felt when they bought her jewelry. And they were happy to pay a premium price for something they knew was one-of-a-kind.

By the end of the year, Emma had tripled her sales from the previous year. And she had a loyal customer base that eagerly awaited her next exclusive release.

She was thrilled to have found a marketing strategy that worked so well for her business. And she couldn’t wait to see where it would take her next.

What is Exclusivity in Marketing?

Exclusivity is a strategy used to create a sense of scarcity and urgency around products or services.

When a company offers a product or service exclusively, it means that it is only available through its brand and cannot be found anywhere else.

By doing so, they create a sense of exclusivity and perceived value for their brand.

In this post, you will discover how to use exclusivity to get more leads and sell more products.

So, let’s get started!

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The Principle Behind Exclusivity

There’s something eerily amazing about being part of an exclusive group. People are drawn to things that others can’t have.

Part of it may be the intrigue of the unknown, but another part is the perceived prestige. After all, if everyone can get it, it’s not special.

Being part of an exclusive group makes you feel special and important.

The principle of exclusivity states that people are naturally drawn toward something if it’s not available to everyone.

This principle plays on our need to feel special.

The world is a global village. That’s why exclusivity is very important. Because anyone can go online and say anything, standing out becomes more important. And being part of something exclusive helps with that.

Why is Exclusivity So Important?

Exclusivity is a marketing strategy that aims to create a sense of scarcity and uniqueness around your product or service.

This marketing technique is essential in business because it creates a perception that your product is high-quality and only available to a select few.

As a result, customers are willing to pay more for exclusive products. And your business can increase its profits by capitalizing on the perceived value of the product.

Here are the benefits of using exclusivity in your marketing:

1. To improve sales

When people feel like they need to act fast or else they’ll lose out, they tend to buy.

By making prospects feel like they’re part of a select group, you can increase the perceived value of your business. You can even increase the price and people will be happy to pay.

2. It encourages word of mouth

When your business is super exclusive, people will talk about it to others. And when it comes to marketing, word of mouth, or free publicity, is incredible.

Word of mouth is one of the most powerful and obviously the cheapest forms of marketing. And when people are excited about something, they’ll tell others.

3. It builds anticipation

When people know that a highly coveted product is coming out soon, they start to plan their days around it. They think about it. They obsess about it. And they get really excited.

The more exclusive your campaign, the greater the anticipation.

If you do it well, exclusivity can turn your ordinary product into a must-have.

4. It can be used to target specific audiences

By making your product exclusive, you can easily target and market to your ideal customer.

All you have to do first is to create a customer persona of the perfect person your product is suited for.

Then set up a marketing campaign to target that particular avatar.

How Do You Create Exclusivity in Marketing?

Here’s how to use exclusivity to improve your bottom line:

Limited Edition Products

One of the most effective ways to use exclusivity to boost sales is by creating limited-edition products.

Star Wars fans know about this.

Limited edition products create a sense of urgency among customers. They know that once the product is sold out, they will not be able to get it again.

This technique works well for businesses that sell luxury products or services.

VIP Programs

Another way to use exclusivity to increase online sales is by creating VIP programs.

VIP programs are designed to provide exclusive perks to customers who spend more money or are frequent buyers.

These perks can include early access to products, special discounts, and personalized service.

Invitation-Only Events

Hosting invitation-only events is another effective way to use exclusivity to boost sales.

These events create a sense of exclusivity as only a select few are invited to attend.

Businesses can use these events to showcase new products, offer exclusive discounts, and provide personalized service to customers.

Personalized Experiences

Providing personalized experiences is a great way to create a sense of exclusivity around your product or service.

By tailoring a product or service to a customer’s specific needs, you can create a sense of uniqueness that cannot be found elsewhere.

This technique works well for businesses that offer high-end products or services.

Waiting Lists

This is also known as the velvet rope strategy. It got this name from the velvet ropes you see in front of hotspots like new clubs, with lots of people lining up to go inside.

The funny thing is that it’s the queue and the velvet rope that makes the club more desirable in the eyes of the customer.

Starting a waiting list for your potential clients can have the same effect on your business.

Qualifying Processes

Always make it clear who you’re targeting. This reduces the number of window shoppers.

You can make it clearer as the customer moves down your sales funnel. Use things like intake forms to ask prospects to self-qualify themselves before working with you.

For instance, you can set up a page that asks customers to answer questions like what they’re struggling with and why they need your help before they book a call with you.

This tells the prospect that you’re not going to work with just anyone. Also, your prospect needs to convince you that they’re a good fit.


Set deadlines for your products and services. This creates a sense of urgency and activates the fear of missing out (FOMO) trigger in your prospect.

When you do this, they’ll be more inclined to act immediately before it’s too late.


Another strong way to build a sense of exclusivity is to have specific criteria for prospects.

Depending on your business, it may only be open to certain types of people.

For instance, many agencies only work with business owners who have a revenue of $30,000 or more.

The limit placed increases the perceived value of the offer. It means not everyone can have it.

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Exclusivity is Important in Business

In conclusion, exclusivity is an essential marketing technique that can help businesses boost their sales and enhance their bottom line.

By creating a sense of scarcity and uniqueness around a product or service, businesses can capitalize on the perceived value of the product and increase their profits.

Whether it’s through limited edition products, VIP programs, invitation-only events, or personalized experiences, exclusivity is a powerful tool that should not be overlooked by businesses looking to enhance their marketing strategy.

The Psychological Power of Exclusivity

Exclusivity has a powerful effect on human psychology, which can be explained by several principles.

The scarcity principle

One such principle is the Scarcity Principle.

This suggests that people tend to place a higher value on things that are rare or difficult to get.

This principle creates a sense of urgency and curiosity within a person and makes them want to know exactly what they’re missing out on.

Another principle is that people put a greater value on things that others want but cannot have.

This desire to possess something that is exclusive to a select few is a passion of human nature, and it is not always a deliberate act of meanness but rather a subconscious reaction.

Feeling excluded or not being invited to certain groups or clubs can be hurtful, and the desire to be included in something exclusive can be strong.

Exclusivity can also affect a person’s mindset and behavior.

Limited access and exclusive membership can create a feeling of status and belonging.

It can also create a sense of loyalty and commitment to the exclusive group or brand, which can lead to increased engagement and conversion rates.

Why exclusivity doesn’t work sometimes

While exclusivity can have a powerful psychological impact, it doesn’t always work as a marketing or branding strategy.


One reason for this is that exclusivity can create a sense of elitism, which can turn off some consumers.

Consumers may feel excluded or not good enough to be part of the exclusive group, which can lead to negative feelings and a loss of interest in the brand.


Another reason is that exclusivity can create a sense of artificial scarcity, which can be seen as manipulative by consumers.

If a brand creates a false sense of exclusivity or scarcity, consumers may feel misled and lose trust in the brand.

Not worth it

Furthermore, some consumers may not be willing to pay a premium price for exclusivity.

While some consumers may be willing to pay more for exclusive products or experiences, others may see the premium price as unreasonable and not worth the exclusivity.

It’s important for brands to consider these potential drawbacks before using exclusivity as a strategy and to be transparent and authentic in their exclusivity claims.

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Exclusivity is Better for You and Your Clients

Really? Why?

Here is the reason.

You may have many skills. But there are things you are way better at doing. There are problems you can solve with extreme ease.

For some clients, it may seem like a no-brainer and you are 100% confident that you can get them the result they’re looking for. But for other clients, you’re not so sure.

Why not stick to what you know best?

I mean the ones you are confident you can help. The ones you actually love working with.

If you can make massive changes in this client’s business, that’s where you should be. That’s where all your time and energy should go.

Remember that your business is not about the process. Your clients don’t give a flying f*ck how you do what you do. All they’re interested in is your result. Can you get them the result you promised? If you can, they’ll pay you big bucks… even if you only used a fraction of the time to get them the results.

Therefore, if you can promise your prospects the outcome, your business will be much more valuable. You can deliver results, help your clients reach their goals, and charge higher prices.

Put all of these into your marketing arsenal and you’ll be able to attract the type of clients who want what you offer, can afford it, and are willing to pay you for it. It’s a win-win for both parties.

Final Thoughts on Exclusivity in Marketing

Exclusivity is a major psychological trigger if you’re looking to make massive sales. This is because people like feeling special.

Therefore, if you can make your product exclusive by using any of the methods outlined in this article, you will have an avalanche of customers on your hands.

Try it and watch your sales soar.

If you’d like us to help you improve your online sales, click here.

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Maku Seun is a freelance copywriter and direct response marketer. He helps digital marketers, coaches, and course creators boost sales by writing compelling sales copy which includes long-form sales letters, email copy, and website copy for their products and services. If you want him to write compelling sales copy for your business, click here.